Posted on

Dos and Donts of Sales Training

You get home from work and you are more than to relax. Just as you have sat down to tuck into a nice hot meal, the phone rings. It's a telemarketer. Of course, it is. Who else calls at dinner time?

You made the mistake of answering the phone and now you're stuck hearing about some game-changing product while your food goes cold. The caller could be trying to tell you about a something that will change your life at a steal of a price but there is a good chance you are already not interested.

Scenarios like this that give telemarketing a bad name and are often the reason people cringe at the thought of 'cold calling'. However, telesales remains one of the best ways to spark interest and generate sales.

Telesales training may be just what your sales team needs but how can you provide your team with sales training courses that teach effective telesales methods while avoiding common pitfalls that put potential customers off? 

Start by working through this simple list of dos and don'ts.

Do use clean data

Before considering any other aspect of how to make effective telesales calls, you must ensure that you are calling the right person.

Having clean data means regularly cleaning out your database of current and prospective clients. By keeping your information up to date, you can avoid wasting time sifting through data and calling dead leads. This might seem like a complicated process however there are valuable telesales training courses out there who will teach you all you need to know about telesales, visit this site for more info.

Don't call after 6 pm

The first thing you want to avoid is the scenario described above. The timing of a sales call is essential in order to avoid an immediate negative reaction and you are almost guaranteed to get one if you call someone after 6 o'clock in the evening.

To the average working person, their evening is sacred. They might want to be home, have dinner, relax, and watch tv or they might head out to the gym or grab drinks after work. Regardless, when the workday is done, this time is theirs and an interruption will automatically be unwanted and unappreciated.

Do call at optimal times

Studies show that the best time to make sales calls is between 4 and 5 in the afternoon or 8 and 9 in the morning. If you catch a lead in the morning when they are on their way or just getting into work, there is a good chance they will have time for a call. The best time, however, is in the afternoon as they are wrapping up work. At this time, an interruption or excuse to finish up for the day may even be welcome.

Don't sound scripted

If a prospective client picks up the phone and feels that they are hearing a scripted marketing spiel, there is a good chance they will hang up on you. The human element is key to connecting with potential customers and if your approach sounds mechanical, they will respond in kind.

With the right sales coaching, your staff should be able to rehearse what they have to say without sounding scripted, if you are looking for the right sales coaching for your team then you should check out this site. Additionally, by using data and knowing who they are talking to, salespeople can adopt a personalised approach with each call.

Do ask questions--and listen

The first thing you will learn in a sales training workshop is how to listen. When calling a potential customer, you can get them talking by asking the right questions. For example, you can ask about problems they might have that your product could solve. From there, switch into listening gear and take notes so that you can respond to their unique problems by offering your individualized solution.